Sales Presentations

What To Do When The Prospect Is Very Late For the Appointment: Part III

The prospect shows up 30 or 45 minutes late for the meeting.  You do not have enough time to do a proper sales interaction and you feel the prospect has complete disrespect for your time.  What do you do? In…

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What To Do When The Prospect Is Very Late For the Appointment: Part II

If you have been in the world of professional B2B selling for any length of time, then you have probably had that prospect who kept you waiting for 15, 20, 30 minutes or more.  It presents a very delicate and…

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What To Do When The Prospect Is Very Late For the Appointment: Part I

You have set a solid appointment, and immediately sent an email verifying the meeting information.  You then followed up by confirming the appointment by telephone the day before. Finally, you arrive at the 10:00 a.m. appointment a proper 15 minutes early. …

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Don’t Just Sell the Nuts and Bolts

Just after the invention of the telephone, sales people took to the streets around the world selling this marvelous new invention.  It would seem that to sell a telephone to people who have never seen or used a telephone before,…

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A Sales Story: Apply Expert Knowledge

The islanders panicked as their main generator, the source of all of the electric power on their island had stopped working.  They immediately called in everyone on the island with knowledge of fixing generators. The oldest and most reliable electrician…

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And The Moral of the Story Is… Part 2

In tribute to the many sales managers, trainers, directors and coaches who are always in need of more creative, effective and memorable ways to relay sales training concepts, I am starting a new series called, “And the Moral of the…

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And The Moral of the Story Is…

In tribute to the many sales managers, trainers, directors and coaches who are always in need of more creative, effective and memorable ways to relay sales training concepts, I am starting a new series called, “And the Moral of the…

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Three Times When You Should NOT Look the Prospect in the Eyes

You know the critical importance of Eye Contact.  Yes, eye contact plays a vital role in selling as in almost every other area of business and consumer life.  However, in professional sales, there are a few times when you do…

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The One Reason Prospects Will Listen To You

Picture the scene…you have a really great product and your customers are very happy with the service you offer. You are presenting to a new prospective client and the call is going ok. Suddenly your prospect comes up with a…

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5 Mistakes Salespeople Make During The Presentation

Presenting the solution to a client’s needs is often the most interesting part of the sales process, especially for the sales person, because they are talking about their products, their services and they’re on home ground. And it’s mainly because…

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15 Ways You Know The Prospect Is Ready To Buy

If you listen and look carefully to what the prospect is saying, there is no need to depend on tricks or closing techniques to get them to agree to the order. When you’re giving your presentation, your prospect will give…

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5 Steps In Dealing With A Buyer With No Authority

I’ve met many of these in my time; people who give you the impression they can make decisions, go through all the details with you, then frustrate you with the fact they have to get approval from someone else or…

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